Sales Measures do not fit all: A little bit of everything - Cnam - Conservatoire national des arts et métiers Access content directly
Conference Papers Year : 2020

Sales Measures do not fit all: A little bit of everything


Going from our motivational background as internal intervener, we highlight the problem of performance indicators adapted in the pharmaceutical industry to measure the performance of Medical Representatives (Med Reps). We review the Balanced Scorecard and the management control performance logic. In our research, we use the socioeconomic intervention to help us get rid of traditional performance measures. Our intervention research cracks the code of the prescription drug cycle in the aim of providing a better understanding of the performance measures that should be adopted to deliver a holistic view of performance. We detect dysfunctions in the cycle of transformation called Prescription Drug Cycle PDC and we come up with baskets of solutions. We conduct socioeconomic projects to reduce dysfunctions in the PDC and simultaneously add value to the performance measurement system and performance indicators locally and globally. The indicators entail the extrinsic and intrinsic motivators, the short-and long-term results, the behavior and the outcomes of performance at the local and global levels of the organization.
Fichier principal
Vignette du fichier
KHACHAN.pdf (440.9 Ko) Télécharger le fichier
Origin : Files produced by the author(s)

Dates and versions

hal-02888080 , version 1 (03-07-2020)


  • HAL Id : hal-02888080 , version 1


Laura Khachan, Maïté Rateau, Laurent Cappelletti. Sales Measures do not fit all: A little bit of everything. Colloque ISEOR - ODC - ISODC, Jun 2020, Lyon, France. ⟨hal-02888080⟩
80 View
71 Download


Gmail Facebook Twitter LinkedIn More